Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels
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Similaire à Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels
Similaire à Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels (20)
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Plus de Khazret Sapenov (20)
Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels
- 1. Will Open Standards Makes Dreams of Profitability a Reality? Profit from the Cloud™ Sr. Director SaaS & ISV Alliances adanyluk@parallels.com twitter: @AlexDanyluk March 2012
- 2. Parallels: Leader in Desktop Virtualization and Cloud Services Enablement Strong Foundation • 900+ employees worldwide • 100+ patents filed, pending or granted • 10+ year old company Cloud Services Enablement Cross Platform Clients • 10+M small businesses in 125 countries • 3+M users WW • #1 Cloud Service Enablement provider • #1 in Mac Virtualization with 75% • 50% of 30 largest telecom operators retail new units market share (for Q4 2011) Self-Service Control Panels Provisioning Billing Server Virtualization 2 Profit from the Cloud™
- 3. The Evolving IT Ecosystem and the need for cloud distribution and integration standards TM Profit from the Cloud
- 4. The Traditional SMB IT Ecosystem 10,000s 1000s 100,000s 148M SMBs ISVs/HW Builders Distributors Resellers Develop, package for Aggregate, manage Integrate, upsell, Manually physical distribution physical distribution, cross-sell, license, deal or download, order fulfillment, help install, with upgrade, license, install revenue on each configure solution sometimes install transaction and configure, use 4 Profit from the Cloud™
- 5. The New SMB IT Ecosystem 10,000s ISVs 10,000s Service 100,000s Resellers 148M SMBs Providers & System Integrators Develop, package for Aggregate, manage Development, Aggregation, Integrate, upsell, Use Manually physical distribution infrastructure infrastructure, physical cross-sell, help cross-sell, license, deal provisioning, or download, distribution, order provisioning configure solution help install, with installation, license, install fulfillment, revenue on automation, service configure solution upgrade, sometimes configuration, billing,transaction each recurring install licensing revenue and configure, use 5 Profit from the Cloud™
- 6. Enabling Seamless Distribution 10,000s ISVs 10,000s Service 100,000s Resellers 148M SMBs Providers & System Integrators APS: Application Packaging Standard Standardizes the packaging of software and services for cloud distribution 6 Profit from the Cloud™
- 7. + APS: Application Packaging Standard Standardizes the packaging of software and services for cloud distribution Cloud Service ISVs Thousands of Cloud 10s Millions+ or Service Partners Service Providers Cloud Service Subscribers TM Profit from the Cloud
- 8. Ecosystem: Standardized Cloud Service Deployment ISVs Service Providers • Package once, reach 10s of APS • Access to more applications Millions • Provisioning App. Account • Easier to install & maintain • Can be hosted anywhere & User Settings • Hosted or syndicated • Billing definition • Application integration 2M+ Downloads Over 100% YoY services sold growth 400+ Applications and Services 50%+ commercial apps 8 Profit from the Cloud™
- 9. APS Package Application Types Web Server Hosted by Service Provider • Account Creation and Web Hosted Automated Provisioning • Billing • Role based portal Legacy Syndicated administration Dedicated Servers or VPSs Syndicated Service 9 Profit from the Cloud™
- 10. APSStandard.org For ISVs • Documentation & Tools • Support • Sandbox • Certification • Developer Forum For service providers • Application catalog • News & events APS Certified System Integration Partners 10 Profit from the Cloud™
- 11. APS Packaging Options Use a certified APS System Integrator www.apsstandard.org 11 Profit from the Cloud™
- 12. Sample Service Provider Online Stores 12 Profit from the Cloud™
- 13. Service Provider Best Practices 13 Profit from the Cloud™ TM
- 14. Quantifying the SMB cloud opportunity Current Market (WW, 2011) = $34B Estimated WW SMB Market in 2014 = $68B Hosted Communication and Other Web Presence Infrastructure Collaboration Applications Source: Parallels SMB Cloud Insights™, 2012 14 Profit from the Cloud™
- 15. SMB Cloud Market Trends Demand 2012 will be year that SMBs see cloud technologies as the new normal rather than cutting edge Mobile Top 10 2012 SMB Trends Web Site SEO 2014 2014 Bundled Solution Preference 38% of U.S. SMBs prefer to obtain SaaS as part of a package/bundle AMI-Partners 2011 2011 2009 SMB Paid Services Growth Ten percent penetration of $40 bundle of apps results in 50% increase in profit for average Cloud Service Provider 15 Profit from the Cloud™
- 16. Focus on up-sell , cross-sell & bundles with anchor services Anchor: Lead offerings within the Workload Up-Sell: Complementary to the core Workload (enhancements) Cross-Sell: Purchaser of Workload is the same decision maker Workloads Anchor Up-Sell Cross-Sell Communication Desktop E-mail, Anti-virus Archive, Collab. & Collaboration Backup Web Presence & Marketing, CMS CRM Web Applications Mobile Hosted Infrastructure Server, Backup, CDN C&C, LOB (IaaS) Virtualization Business Applications Highly specific to each Business Application 16 Profit from the Cloud™
- 17. 17 Profit from the Cloud™
- 18. Hosted communications & collaboration Desktop Backup Cross-Sell Desktop Security Purchaser of workload Video Conferencing Financial is also decision maker Hosted Desktop CRM Archiving E-mail Hosted PBX Up-Sell Conferencing Complementary to the Business IM core workload.. Document Sharing Collaboration E-mail Anchor DNS Services you lead with. Virus Protection Spam Filtering 18 Profit from the Cloud™
- 19. Communications & collaboration opportunity Cross-Sell Purchaser of workload 30% Use Online Backup is also decision maker +13% Plan to Purchase 17% Use email archiving Up-Sell Complementary to the +6% Plan to purchase core workload.. 75% Growth in Hosted PBX Anchor Services you lead with. 30% Growth in premium hosted email since 2010 Source: Parallels SMB Cloud Insights™, 2012 19 Profit from the Cloud™
- 20. Web presence and applications Project Management Cross-Sell CRM Purchaser of workload Desktop Backup is also decision maker Business E-mail Collaboration SEO/Web Marketing Mobile Website Up-Sell Email Marketing Complementary to the Website Security core workload.. Call Center Website Backup CDN Web Presence Anchor CMS/Blog Services you lead with. Basic E-mail eCommerce 20 Profit from the Cloud™
- 21. Web presence and applications opportunity Cross-Sell Price became top-ranked purchase criteria Purchaser of workload #1 Value added services critical to profitability is also decision maker Up-Sell 50% Security concerns Complementary to the core workload.. 50% Design sites In-house 47% Using Facebook – “Web Presence” critical Anchor 50% Of those without websites plan to buy Services you lead with. 31% Plan to expand spend Source: Parallels SMB Cloud Insights™, 2012 21 Profit from the Cloud™
- 22. WHAT IS APS 2.0? 22 Profit from the Cloud™
- 23. APS 2.0 – Building Blocks for Pluggable Suites • APS Service Bus • Cross-sell, up-sell enablement Service Integration • Service discovery • Cross-service communication and dependencies • Cross-service notifications APS Service Bus • Single Sign-On • Control Panel Application UI P store.myco.com extensibility via HTML5 P www.myco.com 23 Profit from the Cloud™
- 24. UpConference $100 Off with Code ATGNZU4J Alex Danyluk Sr. Director SaaS & ISV Alliances adanyluk@parallels.com twitter: @AlexDanyluk 24 Profit from the Cloud™ TM
Notes de l'éditeur
- Designer: Don’t touch
- Owner: Adam (remove brands) Instructions to the designer: Adam talk to designers Notes: Walk the audience through current SMB IT services delivery model Ask question of what is driving this change
- Leslie
- Design: General clean up, text, title alignment, font consistency
- Let’s take a look at few key SMB Cloud Market trends and end-user needs emergingSMB Group published their 2012 predictions and one of their top 10 predictions was“The Cloud Becomes the New Normal” - They are seeing demand for cloud-based solution accelerating in almost all solution areas and cloud services being thought of as “normal” vs. cutting edge Bundles: As this migration into the cloud accelerates, SMB buyers are showing a strong inclination to purchase bundled cloud offerings as opposed to a stand-alone application.“A significant segment of U.S. SMBs prefer to deploy multiple cloud services in order to achieve flexibility, ease of IT management, and lower CAPEX,” says Donald Best of AMI. “This is also driving an evolution in the channel ecosystem, as communications service providers and hosts increasingly offer bundles including productivity suites and other cloud-based applications.”For example, AMI research shows that 38% of U.S. SMBs have indicated a strong preference for obtaining software as a service (SaaS) as part of a package/bundleGrow your Profits by 50%A typical Hoster has ~1000 websites, means they get ~ $10k/month in revenue with 20% [at most] profit margin = $2k in monthly profit.10% penetration of $40 bundle is 100 customers and incremental $4000 in revenue. Assuming 25% margin this is $1k in monthly profit, an incremental 50% from profit they made before.